How to Make “No” Work for You in Business

I’m prepping for a couple of speeches I’m giving at upcoming NACE and PCMA meetings. As part of this work, I’m going in-depth on the word “no.”

Have you made friends with “no?” For many of us, it’s a tough word to hear. And we must get used to it in order to listen to our customers and clients and give them what they really need and want. Here are three reasons people say no and the questions to ask to work through them.

1. I don’t have the authority to say “yes.”

Question to ask: “Is there anyone else who needs to be in the room to help make this decision?”

2. I don’t have enough information yet to say “yes.”

Question to ask: “What else can I tell you about X to help you decide?”

3. I already use a similar product by your competitor.

Question to ask: “How are you already addressing this need?”

What happens inside your head when you hear “no?” Look for videos coming soon on how to handle it and make it work for you.